MOC 80546 - Sales Management in Microsoft Dynamics CRM 2013

This Sales Management in Microsoft Dynamics CRM 2013 training class introduces the capabilities of Sales Management in Microsoft Dynamics CRM 2013 that allow you to track and manage the sales process from potential to close. This course provides insight on sales process information, and introduces the tools available to analyze and report on sales information.

This course guides you through the tools that help make the internal processes simpler and easier so your sales force can focus on what is important - creating a differentiated experience for your customers.

This course is intended for individuals that plan to implement, use, maintain, or support Microsoft Dynamics CRM 2013 in their organization. The training is intended for sales representatives, administrators, office managers, CEOs, and consultants who want to learn the available sales features within Microsoft Dynamics CRM 2013.

Goals

Learn to understand the context of Sales Management and review real-life sales scenarios.

Learn to identify how the various elements of the Microsoft Dynamics CRM 2013 Sales fit together.

Learn to review the basic terminology used throughout the application.

Learn to review how the basic flow of sales activity in Microsoft Dynamics CRM begins with the entry of leads, and review ways to manage leads in Microsoft Dynamics CRM.

Learn to identify the role of leads, and when they can be used.

Learn to know the Lead to Opportunity process and the roles of these records.

Learn to work with Sales Literature in Microsoft Dynamics CRM.

Learn to explore the steps to create and maintain Competitors.

Learn to identify the features and benefits of the product catalog.

Learn to create and maintain unit groups for the product catalog.

Learn to add products to the product catalog, and describe the use of kit products and substitute products.

Learn to create price lists and configure as appropriate for different customers, marketing campaigns and special offers.

Learn to set up different price lists for different types of customers and marketing campaigns.

Learn to utilize the tools to available within Microsoft Dynamics CRM to capture important sales information and uncover new business opportunities.

Learn to identify how Goal Management enables organizations to manage and analyze performance.

Learn to use the Sales Analysis tools that Microsoft Dynamics CRM provides analyze and report on sales-related information .

Outline

Introduction to Sales Management

Customer Scenarios

Basic Record Types

Lead Management

Lead to Opportunity Process Form and Process Ribbon

Convert Activity Records to Leads

Qualifying and Disqualifying Leads

Create, Maintain, and Use Sales Literature

Create, Maintain, and Use Competitors

Lab: Create and Disqualify a Lead

Working with Opportunity Records

Create Opportunities and Work with Opportunity Form

Changing Opportunity Status

Lab: Managing Sales Opportunities

Working with the Product Catalog

The Microsoft Dynamics CRM Product Catalog

Unit Groups

Adding and Maintaining Products

Creating, Maintaining and Using Price Lists

Currency Management

Creating a Price List

Lab: Managing Price List Items

Lab: Managing the Product Catalog

Sales Order Processing

Adding Line Items (Opportunity Products) to Opportunities

Quote Management

Working with Orders

Working with Invoices

Lab: Sales Order Process

Metrics and Goals

Configuring Goal Metrics

Configuring Fiscal Periods

Creating and Assigning Goal Records

Creating and Recalculating Parent and Child Goal Records

Creating a Rollup Query

Lab: Goal Management for Individuals

Sales Analysis

Running Built-in Reports

Exporting Sales Information to Excel

Working with Charts and Dashboards

Working with System Charts from the Opportunity List

Working with Dashboards

Create a New Dashboard in the Workplace

Sharing DASHBOARDS, Charts and Advanced Find Queries

Lab: Create a New Personal, Sales Dashboard

Class Materials

Each student in our Live Online and our Onsite classes receives a comprehensive set of materials, including course notes and all the class examples.

Class Prerequisites

Experience in the following is required for this Dynamics class:

General knowledge of Microsoft Windows.

General knowledge of Microsoft Office.

An understanding of Customer Relationship Management solution processes and practices.